How Average Agents Are Making $1M In 2026

This average real estate agent in a small market made over a hundred thousand dollars last month. Here's another single agent that also made over a hundred thousand and here's one that made two hundred and nineteen thousand dollars in gross commissions last month. Five, five. These are three of five agents in my Diamond Plus coaching program that had a six figure month in May. These are average agents in smaller markets. These aren't superhuman agents in really big markets. These agents aren't in Miami, LA, New York and this is while the housing market is slow mind you. I'm going to tell you something. These agents understand one thing that 90% of agents will never figure out. I'm going to show you two today. I'm going to show you how these average agents, just like you, are going from being average to top producers in a down market to make millions of dollars and anyone can do this. You just have to understand the blueprint and here's what kills me. Most agents are waiting. They're they're sitting around waiting for the market to come back. They're waiting for rates to drop. They're waiting for conditions to be perfect. They're just like, what's the point? Nobody's doing anything. No deals are happening. Money is being made. Agents are making more money right now than ever collectively. And while most agents are waiting, the future top producers are building right now. This is the moment that that creates champions, right? And they're stacking inventory in a down market. They're not worried about, well, listings aren't selling as fast. They're positioning themselves for an explosion cuz that's exactly what's going to happen and when the market rebounds, their income is going to multiply even more than it is right now. This is how you take advantage of the market regardless of where we are in the cycle and this isn't a guess. Like these agents aren't lucky. It's just it's simple math. It's just simple math. And it's what happened to me in 2008 and it's what took me to the top to become of the number one Remax agent in Alabama selling a thousand properties. I was number one in my entire MLS because of what I did in the down years. And I call this the rebel multiplication effect. Yes. And the window to position yourself I get I get excited guys. I get excited about this because I know it's it's not a guess again like I know what this is. This isn't this isn't something that might happen. This isn't assumptions. This is just clear cut predictable principles that happens over and over and over again. And the window to position yourself is closing really fast. That's why I'm putting this video out right now. So I'm going to do a deep dive and I'm going to show you exactly what I taught them about the market cycles, the exact blueprint. I'm going to show you how to build volume without burning out. And if you understand it, it's going to change everything for you too. So let me show you how it works. So if you look at this chart, right? I'm going to share with you the cycle that happens over and over and over again. So you can understand where we are and how to take advantage of it so you can expand your business. If you go back to 94, you can see that we were around 4 million existing home sales for three to four years. Okay, right here. Okay, then it took it a couple years to get to 5 million which is a normal market 5 million. It stays there for, you know, six to eight to 10 years. Then we have another boom for one to two years. Then it comes back to 4 million for three to four years, right? That's the cycle. And it just happens over and over and over again, okay? After 2008 it took it a couple years to get back to 5 million, stay there for six to eight to 12 years. We had the boom year for one to two years and now we've been at 4 million for three to four years. It's the same thing over and over and over again. It never changes. We never go below 4 million and the boom is always six to seven. This was seven million. This was six million. Okay? So, I got in the business in 2002 right here. Okay? So, I rode the market up and like I was a hard worker and I give myself a lot of credit for for making the million bucks, but I'm telling you right now 70 to 80% of it. Let's just say 75% of it was the market. It wasn't me. And you can use you can do the same thing with your business, but not in the way that I did where I was naive to the to the to the extent that I wasn't protecting myself and hedging myself against a potential crash, right? I was over leveraged. I didn't understand how to build a business. I wasn't trying to create relationships. All the things I teach you guys. I didn't do any of those things. So, and that that's by the way why I put out content is to help you guys. You guys know my mission to help reduce the failure rate in the real estate industry one agent at a time. And and doing videos like this and helping you understand the patterns of the market so that you don't get caught. It plays into my mission so that you don't have to, you know, go out there and get caught with your pants down and lose everything just like I did. Okay? So, but but look at what happened. Like I crashed with the market, okay? But then by 2014, which is right here, that was the first year I did a hundred deals. Okay? It wasn't It wasn't here, right? It wasn't here. It was shortly after like as soon as the market rebounded, boom, I was at a hundred deals a year. So, let me show you how this works. Okay? So, you can get a good visual on it. Right now, uh a normal market is five million existing home sales. So, we go, then we have a boom for one to two years, then we have a crash for three to four years, then we come right back to five million existing home sales. So, [snorts] if you notice the market starts out at five million and it ends up at five million once it goes through its cycle. >> [snorts] >> Well, the cycle of an average agent is exactly the same. Let's say an average agent starts out at 20 deals a year. They're going along and let's say they get up to 35 in the boom, their market crashes, they go down to 10, and then they go right back to 20 deals after the cycle is complete. And so, they don't they didn't use the market to their advantage to expand their business. They went with the flow of the market, which is what most agents do. Cuz they're like, "Well, nobody's doing anything. Well, I'll just wait till the market comes back." Huge mistake. Time is going to go by regardless. And so, here's what a future top producer does. They start out as an average agent. We all start out at average a- as average agents. Nobody comes in the business selling 100 properties a year. We all start out as average agents, okay? The future top producer takes the same path as an average agent. They ride the market, okay? And then they start to ride the market down cuz they got caught cuz they didn't know. But, what happens is right about here, they're like, "Wait a minute. I'm not going down to 10 deals a year. What do I need to do?" And I believe that the future top producers, this is how I did it. This is how I believe a lot of, you know, future top producers do it. They realize right here that they've got to put in twice the amount of effort, 2x the effort to make the same amount of money. And this is the exact reason why average agents will not do this cuz they're like, "I'm not going to put in twice the amount of effort to make the same amount of money." But, the the point that they're missing is that it's not just the same amount of money. It's twice the effort for the same amount of money plus experience in the market, infrastructure, systems, testing, network, database, marketing, like understanding of what's happening out there. And they're able to maintain, like say once they were 20, they go to 35, say they go down here, and now they're at, you know, 30. Whatever the case may be, they got to put in twice the amount of effort to make the same amount of money, most people are like, "No, thank you." But, this is where the magic happens when there's rebound comes into effect. We have this inflection point in the market right here. And this inflection point is the rebound, and that rebound lifts all boats. Like, it improves and expands everybody's business. The difference is how big did you build your business before that moment in time? Cuz wherever you are in that moment in time that the market rebounds, which would have happened this spring, if it wasn't for the war, um rates were under six, we're still like, there's still more people buying in the US right now this year than last year, which is crazy considering how high rates have went up and we're, you know, the war that's been going on and oil prices, inflation, etc. But, that just tells you how strong the rebound was going to be this year. But, that's okay. It got delayed till next year. I'm I'm feeling like next spring is going to be that rebound. It could happen in the fall. Who knows? You don't know when. You just know that it is, okay? But, a lot of like, the future top producers also realized that this 2x of effort you're going to reap that. Like, you don't you reap what you sow, but you don't reap when you sow. And so, putting in 2x effort right there, like, I know that that's going to come back to me tenfold regardless if I see it today, this year, this month, or not. And I ain't worried about that. What I'm worried about is being the best I can be in every situation. Okay? One thing you guys will learn about me is every single thing I do in life, my goal is to become the best in the world at that thing. And so, like, that's just who I am, and I hope you're the same way. You know, it's just something that drives me is that I want to be the best I can be at least. And so, we have this inflection point in the market where it improves the agent the average agent's business back to 20 deals. It improves the existing home sales to 5 million existing home sales, but it improves the top producer to 100 deals a year. Right? And so it was 50% the agent. Right? For for putting themself in the position to to leverage the market to expand their business, but it was 50% the market for re-expanding and then and then their business uh you know getting benefit from that. So so this is the secret right here, the secret sauce. This is the greatest opportunity right now that you'll ever see in your career cuz we'll never see another rebound that's going to be this strong. We don't know how long it'll be before we see another crash and burn and and rebound. And right now we have more pent-up demand than we've ever seen in history along with all-time high prices, all-time high commission rates, and literally we have fewer agents selling properties than ever before. Not to mention the agent uh commission right now in the US is the highest it's ever been. Last year agents made more money last year collectively as a whole than any year in history pre-pandemic. It's wild to think about how many agents are struggling versus literally 5% are doing 50% of the production out there. 15% are doing 90%. Like it's insane. You're you're I I want you to realize that the goal is to get into the top 15, 10, or even top 5% of agents. How do you do that? You double your effort when the market is down to expand your footprint in your local market so that when the market rebounds, your business explodes. Now the question is how do you 2x your effort? Okay? With 2x'ing your effort, I think about volume. This is a volume game. Right? I think about 80/20. And I think about CAT. Customer acquisition time. The time it takes you to acquire client. So, let me get into all this and you're really going to enjoy customer acquisition time because I think that's going to really apply and really resonate with a lot of you guys. So, with volume I think like I have to 2x my output right now. What does that mean? Well, right now I believe that you got to have about twice as many listings as you used to have to close the same amount of deals. So, in my like the way that I see it, that means I need to talk to twice the amount of people. I need to have twice as many conversations and this is what's so great about a market being down is it forces you to think about these things. It forces you to be more efficient because how can I talk to twice as many people? I'm doing all I can do. I'm working all the hours I can work. I'm working as hard as I can work. I'm doing everything I can do. Well, we'll talk about a little bit about that about that with CAT. But but for now I want you to know like the name of the game is 2x the amount of conversations we're having. How can you do that? It's all about being efficient with your communication A and B what activities actually produce conversations? So, I learned a long time ago that conversation is the key to all closings. Like it's the gatekeeper. Like you'll never get to the closing unless you have a conversation. And so like if you think about all the lead gen activities there are known to mankind, they all come back to the same spot which is having a conversation with the prospect. Without that one piece, you can't get to the next step which is the the potential to show property, a meeting, a listing, whatever. Right? There's nothing's going to happen if you never talk to anyone. So, when I realized like conversation is the key to all closings, I have to think about my business and I need to think about two things. Number one, who are my best clients? Like who are the clients that are easiest to work with, that I love to work with, that I want more of A and B what can I do in a scalable way to attract more of those people that I love to work with and have conversations with them at scale? At a high volume, at a high frequency. So, my question to you is, because this is a volume game, what do you do on a daily basis that's producing a high volume of new clients into your ecosystem to get to know who you are uh like on a daily basis. Like, what do you do on a daily basis, on a consistent basis to produce volume? Like, we're chalking it up to spending time on this client, researching for this seller, you know, doing this for that client, helping this client move, and those are all great things. But, the question is it remains, what are you doing to create volume? When's your business going to be about volume of clients in your business? Okay? And there are a lot of things you can do with that. A lot of different things you can do with with the volume game, but for now I just want you to understand I want you to think. I want you to be open-minded to what what am I doing now? Like, I don't know all of your businesses. What am I doing inside my business now that creates volume, and how can I do more of it? These are the type of questions you need to ask yourself in a down market to create twice as many conversations for the same amount of money so that your business explodes when the market rebounds. The second thing I think about is 80/20. What does that mean? It means having a business model that is 80% listings and 20% buyers. Okay? How do you do that? How do you create an 80/20 business listings over buyers? And I figured this out a long time ago, and it's real simple. You focus 100% of your prospecting efforts on property owners who buy and sell. Now, I've never uh fired a buyer. I've never, you know, referred a buyer out. I've never turned a buyer down. I've taken every single buyer that's come my way. I love all my buyers. Like, I don't refer to myself as a listing agent or a buyer's agent. I'm a real estate agent who helps anyone buy and sell property in my market. The difference was is I focused 100% of my prospecting efforts on property owners who were great buyers, and if they sold, it was a listing. And listings are the greatest multiplier of time for real estate agents in the history of the world. And >> [clears throat] >> people will argue with me about this, but I would rather have 30 active listings than 30 active buyers. And people are like, "Well, I'd rather have buyers." And And like, I'm not here to get into the debate with you, and everybody has their own opinions, but I'm thinking about leverage. I'm thinking about efficiency. I'm thinking about how can I sell more properties in less time? These are the questions you have to ask yourself in a down market to be efficient enough to maintain your income, to put twice the amount of effort in, twice the amount of import, so that you're building the infrastructure. And I I I I think with that debate, it's like, if I had 30 active buyers, what if they all wanted to see properties on the same day? Could I even physically Is that even possible for me to show 30 active buyers in a day properties? No, it's not. Not at all. But, I could let other agents see see 30 of my listings on the same day. Yeah, I could I could have 40 listings, 50 listings, 100 listings. I can scale. It's efficient. I'm optimizing my time towards leverage when I'm thinking about this. So, like, the buyers you get when you're when you're when you're listing heavy and you're working 100% property owners are the highest quality buyers known to mankind. It's sellers who sell and then buy. Beautiful. It's buyers that want to buy your listings. And like, hopefully, you've done as I have and targeted the exact property owners you want to do business with. And so, the listings you have will attract the exact buyers that you want. And you get buyers from from sellers, you get buyers from want to buy your listings, sphere of influence, referrals. Like you get buyers just for being it. You don't have to do anything get buyers. Buyers are all around us. Buyers are everywhere. The problem is listings and becoming a great listing agent. So so so maybe the market being down is kind of like, "Hey, you know, like you need to become more efficient. Like you've been avoiding the skill to become a great listing agent. Maybe the market being down is is telling you screaming at you, 'Hey, it's time to learn how to become a great listing agent.' I'm telling you it's a lot easier, it's a lot better than you think. And we've actually mastered the process behind getting the exact sellers that you want to do business with to call you. No ads, no ISAs, no social media, no cold calling. The exact sellers that you want to do business with to call you. That's what I teach in my coaching program day one. So if you're interested in working with me as your coach, I'll put a link in the description. We take 20 agents a month. We sell out early every single month. So if we're already sold out this month, you can apply for next month. Just check the link in the description and uh there's no sales call. You can just go there and um that document will tell you everything about the program so you can just make a quick decision. Let's talk about CAT. Customer acquisition time. So I think about this. This represents the amount of time that we spend on clients before a deal closes. Right? Before a deal closes. And the reason why we spend this much time on clients before a deal closes is because we want them to love us. Right? And we we want to make sure that they know for a fact that we love them, that we care about them, that we want the best for them. And in return we want them to love us back. We want them to be loyal. We want them to think that we're their only agent for life. The problem with this is that they fell in love with us right here. This is the moment because because if you if you abide by my principles and you care about them more than you care about the commission. If you want what's best for them. If you're talking them about their life and their situation, not the property. You know that the property selling or buying the property is just solving a problem going on in their life and you're here to understand what that problem is going on that's above and beyond the property to the extent that you can help them through that and as a byproduct we're selling the house. If you're talking to them like they're they're family, they're your mom, they're your dad, they're your best friend, they're they're they're they like you're treating them like they're gold because like they are gold. They are gold. You're not This is not fake. This is who you are. If if that's who you are because that's who I am. They can see that a mile away. Like they know you're not faking it. They know that you are who you say you are. So they start loving you right here. Well, the more time we spend with them, they don't love us more. They've already maxed out on the love that they can give us. They've already decided right here that we are their agent for life. That that there's a very low low low possibility that that they're ever going to use another agent. That they're going to refer us to everybody they know. Like we're good. We're in the game. Like they're our client. Like okay, we we accomplished the mission. But we continue to spend all this time because we don't necessarily We haven't developed the We haven't developed the skill to recognize that they fell in love with us right here. So we don't know for a fact. So we just continue spending this time and all this time right here becomes diminishing returns on our time. Because we've just continued to go above and beyond above and beyond above and it's great. Like, we're helping, we're you know, we're we're loving on them, and it's awesome. But But the problem with this is that they've already they've already fallen in love with this as an agent, and we could have spent that same amount of time like this. On 1 2 3 4 5 6 7. We could have gotten seven in the same amount of time that we spent on that one client. We could have gotten seven clients to love us to the ends of the earth. And so And so the the the like the takeaway here is like develop the skill of recognizing when people are starting to love us, right? Having that understanding with them, and then like starting to be mindful about how much time you spend with them moving forward. Not saying like, "Okay, stop spending time with them um because like they already love you. Like, move on." No, no, no, no, no. There's a couple things going on here. Number one, like our purpose here is to serve the most people. Okay? If you're not If you don't realize that that time is evil, like redeem your time cuz the days are evil. If you don't realize that the time is evil, and we're here to to optimize our time and be most efficient so we can spread our stuff out amongst a as many clients as possible, if you don't realize that, then you're doing yourself more harm than good. And that's what I don't want to see. So, we need to recognize when they start to love us, and then decide like start to pull back on the time, not out of, you know, not loving them anymore, but for the sake of loving more people. Again, when's your business going to be about volume? Okay? And there's a term that I like to use here, deal deal prognostic. Okay? Deal prognostic. I became so good at this. And this is a concept that I'm going to introduce to you right now and I want you to internalize it and I want to start to think about this and hopefully this opens you up to a new perspective on things, but being a great deal prognostic means that you've developed the ability within one conversation, maybe two, I got to where I could do it in the very first conversation, I could identify and realize what the probability was that this client was going to do a deal at all, like how serious was this situation? What's going on in their life that's causing them to make this decision? How real is this? What is the real timeline behind it? So, what's the probability that they're actually going to do a deal? But then also, what's the probability if they do a deal that I would actually represent them as their agent? So, there's two things I'm looking for when I'm thinking about deal prognostics. What's the probability that they're going to do a deal and what's the probability that they're going to do a deal with me? And when when I got so good at this cuz I did so many deals and I I I saw so many things play out. I saw so many things so many deals that I thought was for sure that didn't go through. I saw so many deals that I didn't think would go through that that that that went through and everything in between. And what I find is that every agent most agents are treating every prospect exactly the same regardless of the probability that they're going to do a deal. I was just talking to a coaching client. She has this seller. He has this commercial property. It's 3 million and he's he's he told her he's going to sign with another agent when he list it. But he's going to hold off on that to give her time to market it. And so basically he's telling her, "Hey, like market my property for free. I'm not going to sign anything with you, but market my property, see if you can sell it and if not, I'm going to give it to this other agent." Now, I don't know what the probability that he's going to do a deal, but the way that I understood it cuz I didn't talk to the prospect, but from my perspective, it's about a 50/50 deal. 50% he's going to sell, 50% he's not. And then, so you got a 50% chance on the probability cuz it's an investment, you know, it's not tied to his, you know, life, you know, I don't know why he's selling it. You know, maybe he wants to sell it to do XYZ that he needs to do. I don't know, but 50/50, and then the chances that he's that she's going to be the agent are probably like 5% or less. And now she's going to spend time marketing that property on a 50/50 shot with with an even 5% chance that she's going to be the agent. I was like, "No." Like, follow up by call like phone call, maintain the relationship, see where it goes, but spend very little time on that deal because you can spend that time that you would have spent on that deal on a 90% chance that somebody's going to sell with a 90% chance they're going to pick you as the agent. I'm here to tell you right now, business is 1 million percent unlimited. Like, you'll never get to every single deal out there that's available to you. If there was a way there's no way to even do that. Like, there's no way you can talk to every single person right now instantaneously cuz that's what you'd have to do cuz people change their mind every 5 minutes. They tell you one thing and now now they didn't want to sell, now 5 minutes later they do. Like, it's it's a continuous like it's an all you can eat buffet, guys. Please don't get stuck on one client trying to figure out how to convert this client. I had another coaching client. An agent was like, "Hey, I have this property. Um it's under contract. The buyers are trying to like raise money to to buy it. It's another commercial deal. They're trying to raise money to buy it, but they can't quite raise the money. What do you suggest?" Uh they're trying to raise money for the down payment. I was like, "That's not your responsibility." Like, if you spend time trying to figure out how to help them raise the money to get that deal, and then the deal doesn't go through, what do you got? I said, but if you spent that time instead of trying to help them figure out how to raise the money and go get three or four more deals in that same time frame, and then this deal doesn't go through, what do you got? Three or four more deals. Guys, volume game, efficiency, understanding deal prognostics, understanding when your clients begin to actually love you, and and understanding when it's it's okay to kind of like back off a little bit to to invest that time and energy into more clients. This is the same stuff that I taught my agents that are doing 100,000 a year, amongst many, many other things, more than I could share in one video, but I do hope that you found this video useful. And if you did, and you want to learn the next step to break through in your career, click this video right here before it goes away forever.